When Isa Sher Commercial Sales Manager at Cognism, signed the largest deal of his career —well into the six-figure range, with help of trumpet. How he did it, was it wasn’t just about persistence, but was about innovation and having the right tools to stand out and the importance of a good Champion.
Challenge
For Isa, building strong relationships with champions had always been his strength. These connections gave him insight into pain points and made him a trusted partner for his clients. But champions can only take a deal so far, especially when limited by regional budgets or departmental influence.
With his champion’s full support, their budget constraints were capping the deal’s potential, and attempts to schedule a call with the company’s CRO were shut down.
rejected. It was the end of the quarter, and the CRO didn’t want to consider any new tools. Isa needed a way to stand out and prove the ROI of a larger partnership—but his usual methods weren’t cutting through.
Solution
Enter Isa’s secret weapon: Trumpet’s Digital Sales Room (DSR).
With trumpet, Isa created a hyper-personalised sales room designed specifically for the CRO. It included:
- A welcome video introducing himself and outlining the deal’s value.
- An ROI section with clear, tangible metrics and trial results.
- Rep feedback and competitor analysis to provide further credibility.
- Infosec documentation to address potential objections upfront.
- A Mutual Action Plan (MAP) to outline the steps for a full-scale partnership.
The result was a sleek, branded, and interactive experience tailored for the CRO.
“It featured everything from a personalised welcome video, ROI section that clearly presented ROI with tangible metrics, trial results, rep feedback, competitor information, infosec and security documentation, all within a seamless, easy-to-navigate, interactive website. It was also branded, so it looked incredible and was personalised to the CRO,” Isa explains.
Implementation
After building the hyper personalised DSR, Isa sent it to the CRO and immediately saw engagement via trumpet’s buyer activity tracking. He could see which sections the CRO was viewing, how long they spent on each page, and what interested them the most.
Armed with these insights, Isa collaborated with his champion to schedule a brief call with the CRO to review the DSR. What was meant to be a quick five-minute chat turned into a 40-minute meeting. That conversation unlocked the true potential of the deal.
“With trumpet’s insights, I was able to see the CRO’s interest—what was clicked, what videos were watched.”
Results
By getting in the room with power, Isa was able to quadruple his deal size. Trumpet’s DSR allowed him to:
- Save time by consolidating all the information into one branded, interactive space.
- Stand out by creating a professional and highly personalised experience for the CRO.
- Tailor his approach with real-time buyer insights.
Isa summarises, “Having that conversation in person allowed me to sell the vision of a long-term partnership and quadrupled my deal size.”
Final Thoughts
By eliminating the friction of traditional back-and-forth emails and PDFs, trumpet allowed him to focus on what really mattered: building value and creating meaningful conversations with decision-makers.
With trumpet, Isa has found his secret weapon for tackling complex deals and scaling his success.
“When you’re not in the room with power, you’re leaving money on the table.”
Take a look at how personalisation works within tumpet below.
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